Selling a business continuity review as an MSP

What to include

Most continuity conversations an MSP has are about systems: backups, failover, restore time. Clients nod through them. The question that keeps an owner up at night is different: who is the only person who can pay the vendors, run payroll, or answer the bank? A continuity review that answers that question is a conversation clients start themselves.

A useful review has three parts. First, the single points of failure: every site, group, enterprise app, and recurring meeting that exactly one person owns or touches; shared mailboxes with a single sender are flagged for you to confirm. Second, directory drift: job titles and group memberships that no longer match what people actually do. Third, a page per seat listing what only that person covers and what stalls if they are out for two weeks.

Be honest about the edges. Some things are not visible from the tenant, such as who owns a shared mailbox; only who sends from it. A good review marks those as unknown rather than covered.

Selling it alongside backup

Backup protects the data. The review protects the work. Pair them in the same proposal: "Your files are restorable. Here is who can actually use them." A client who already pays for backup has accepted that continuity is worth money; this extends the idea from servers to people.

It also gives your quarterly business review something new to show. A backup report that says green every quarter stops being read. A seat page with a red row gets a meeting.

Report-as-deliverable

The review needs a tangible output the owner can hand to an insurer, a lender, or a buyer. The Bus-Factor Report is built to be that output: a PDF written for the owner, not the sysadmin, with every finding graded and dated. You run the consent in the client tenant, the report is generated, and you walk the owner through it.

Your value is the walkthrough and the fixes. Adding a second owner to a mailbox, a site, or an app is billable work that takes minutes each and closes a real risk. The report tells you exactly which ones.

Ten-tenant pack

A single firm report is $199. For MSPs, the MSP 10-pack is $1,290 and covers ten client tenants. That makes it practical to run the review across a book of small clients rather than one at a time, and to mark it up inside your own continuity offer however you price your services.

A sensible rollout: pick the three clients with the smallest back offices, where one person leaving would hurt most. Run those first, learn the walkthrough, then schedule the rest. Each tenant grants its own consent, and each can revoke it independently.